Radix is a technology solution company that works with the market leaders of the software industry and has a broad range of offerings that can be grouped into cloud infrastructure, industrial software and data platforms according to Flávio Niemeyer Guimarães at Radix Engineering and Software.
Radix is a technology solution company that works with the market leaders of the software industry. Radix has a broad range of offerings and due to this it combines different types of software that can be grouped into the following categories: cloud infrastructure including AWS and Microsoft; industrial software including AVEVA, AspenTech, Elipse, Hexagon, Schneider Electric; and data platforms including Cognite and Palantir.
According to Flávio Niemeyer Guimarães, Global Leader, Strategic Alliances and Practices, Radix Engineering and Software, “Digital transformation is not a single solution that will digitise assets and businesses. Digital transformation is a programme that companies should adopt based on three main dimensions: people, processes, and technologies.”
To ensure the operational excellence of its solutions, Radix defines its strategy using two pillars. First, it selects the best technologies available in the market, focusing on the value delivered to customers. Secondly, it facilitates a training and certification programme to enable its engineers, analysts, and data scientists on how best to use these technologies.
Radix sees a global push in adopting the type of solutions it provides with its partners, and a higher concentration of this adoption in the Americas and Europe. The energy and manufacturing markets are the segments with the most significant demand.
Improving the energy efficiency of industrial sites for chemical manufacturing, using applications based on data platforms, and optimising the uptime of assets, are good examples of how these solutions provide impactful results in Radix’s customer businesses.
Alliance programme
The Radix Strategic Alliances programme counts on analysts and regional managers handling the relationship with the technology partners. The analysts are responsible for navigating the partner portals and monitoring and controlling, business key performance indicators that support the strategic decisions related to the partnerships.
Alliance managers are the focal points inside Radix who help the partners navigate the Radix organisation, coordinate the development of joint business plans and proposals, and facilitate the interaction between the business development and marketing teams from both sides.
This function also supports the horizontal practices team, which defines the training and certification programmes that Radix University manages. They have joint sales responsibilities with Radix business units with defined targets every fiscal year.
Go to market
From a technological perspective, having one solution to address all the challenges of a digital transformation programme is rare. Once the best business cases are defined, Radix identifies which combination of technologies will provide the most reliable, user-friendly, and scalable architecture to fit the programme journey.
Based on these premises, Radix defines which technology partners have the most impactful technologies to enable long-term relationships. The advent of data platforms is a good example. The software industry had to evolve and offer solutions enabling data gathering from several different sources and contextualising them to extract the most value from the information produced by all the analyses performed.
For Radix, its technology partners are great channels to start sales cycles. Either a partner conference or a referral helps with the beginning of the conversation. Radix aims to meet Chief Digital Officers, CIOs, Operations Excellence EVPs, and Engineering VPs since they have a broader view of the business landscape that technologies in their organisation can impact.
Radix does not work with channel partners. Radix works with its technology partners in pursuit of joint opportunities where their solutions are combined with consulting, engineering, operational technology, and software capabilities from Radix, to deliver a higher value to Radix’s customers.
Radix’s alliance partners break the inertia of the sales cycle with their conferences and direct referrals. To be proactive, Radix develops joint business plans to target specific segments, customers, and technologies. The business plan enables interaction between account managers and defines joint marketing actions and campaigns to feed the pipeline of opportunities.
Decision makers
During the engagement with new contacts, Radix learns more about their organisation’s main challenges and pain points to provide proper adoption of its partner technology. The final step is identifying the business cases that will bring the most value and then aligning with the customer on the expected results.
During these engagements, Radix often finds that the Chief Digital Officer is the new role, or persona, that they need to engage with to address digital transformation discussions.
The convergence between operation technology and information technology requires a combination of domain expertise to design the strategy in the short-, mid-, and long-term durations of the technology journey.
In dealing with innovative technologies, and several stakeholders, the business cases need to be more detailed to avoid failures, making the sales cycle longer. This is in comparison to the sales cycles of run-rate information technology products and solutions.
Skill levels
Radix trains and certifies its technical team in the different technologies that its technology partners provide. Radix aims for the highest certifications, and uses Radix University to manage all the training courses required throughout the year. This differentiates Radix in the ecosystem of partners.
Delivering complex solutions at a high-quality level puts Radix in the select group programme of its technology partners. Radix and its technology partners define executive sponsors that will support their business plans and the investments needed to make them happen.
Radix recently announced a new Midstream Digital Engineering Services Team that expands its partnership with AVEVA and its diversified portfolio of services and clients. The partnership bolsters Radix’s ability to turn data into increased profitability, with hybrid intelligence that enables midstream companies to reduce costs, optimise asset reliability, and deliver efficiency in regulatory standards. Radix is a member of the AVEVA System Integrator Partner Programme.
Radix understands the midstream business models utilising AVEVA’s portfolio with global Midstream Oil and Gas customers. Leveraging industry domain expertise, Radix collaborates closely with stakeholders to reduce costs and generate new revenue. The accelerated partnership focuses on taking the strategic assets of Midstream Oil and Gas operating data, leveraging edge-to-cloud scalabilities, and producing better data-driven decisions.
Natalia Klafke, Global Head of Energy and Sustainability, Radix says, “More than engineers, Radix collaborates with the best in class to revolutionise data for the industries we serve into profitability for our customers. They see huge transformational business value through our suite of optimisation capabilities, turning insightful data into increased profitability while helping them reach their sustainability goals.”
The Radix game plan
- Radix works with market leaders of the software industry.
- Radix has a broad range of offerings and combines cloud infrastructure, industrial software, and data platforms.
- Radix selects the best technologies available, focuses on value delivered to customers, facilitates internal training and certification programme.
- The Strategic Alliances programme counts on analysts and regional managers handling the relationship with technology partners.
- Once the best business cases are defined, Radix identifies which combination of technologies will provide the most reliable, user-friendly, and scalable architecture to fit the programme journey.
- Radix defines which technology partners have the most impactful technologies to enable long-term relationships.
- For Radix, its technology partners are great channels to start sales cycles.
- Radix aims to meet Chief Digital Officers, CIOs, Operations Excellence EVPs, Engineering VPs since they have a broader view of the business landscape that technologies in their organisation can impact.
- Radix develops joint business plans to target specific segments, customers, and technologies.
- During the engagement, Radix learns about the organisation’s main challenges and pain points to provide proper adoption of its partner technology.
- An important step is identifying business cases that will bring the most value and then aligning with the customer on the results.
- Radix often finds that Chief Digital Officer is the new persona they need to engage with to address digital transformation.
- Convergence between operation technology and information technology requires a combination of domain expertise to design the strategy.
- In dealing with innovative technologies, business cases need to be more detailed to avoid failures, making the sales cycle longer.